Commercial Sales Director

Responsibilities

• Prospect for potential new key or strategic accounts and convert these into increased business.
• Engage in targeted cold calling to help develop markets with Sales Reps in geographic areas or verticals to sustain a strong pipeline.
• Meet potential clients by expanding, maintaining, and leveraging your professional network.
• Identify potential key clients and the decision makers within their organizations.
• Research and cultivate relationships with new key clients.
• Orchestrate meetings between client decision makers and Sales Reps.
• Plan and execute approaches and pitches; share best practices with Sales Reps.
• Collaborate with Sales Reps to develop proposals that address client needs, concerns, and objectives.
• Participate in pricing the solution or service.
• Handle objections by clarifying terms and guiding discussions toward a favorable outcome.
• Attend industry functions such as association events, tradeshows, and conferences; provide market feedback and trend insights.
• Present to and advise senior management on local business trends to support new services and market opportunities.
• Identify campaign, service, and distribution channel opportunities to boost sales.
• Leverage market and competitor knowledge to define the company’s unique selling propositions and differentiators.
• Plan and implement an appraisal system for Sales Reps, set territory targets, and administer the commission plan.
• Regularly observe Sales Reps in the field to ensure consistent performance.
• Oversee planning, recruitment, direction, organization, and control of sales representatives and estimators to achieve objectives.
• Provide ongoing training to ensure technical competence and accurate representation of the company’s services.
• Train new sales staff to ensure success.
• Coach and develop direct reports.
• Manage sales administration, performance reporting, and process improvements while advising leadership on maximizing relationships and customer service excellence.
• Monitor sales team performance through reporting, meetings, newsletters, and electronic communications.
• Assign territories, set sales goals, and establish training programs for the sales team.
• Track metrics and report data to leadership on a regular basis.
• Implement performance plans in line with company procedures.
• Assist in developing the annual sales strategy and plan, including forecasts by service line and territory based on data and market inputs.
• Analyze sales statistics to determine potential, inventory needs, and client preferences.

Requirements

• Bachelor’s degree preferred, or relevant sales experience.
• Minimum 7+ years of successful sales management with an individual quota, preferably in construction services.
• Experience selling to manager and director levels within organizations.
• Experience managing and directing the full project lifecycle from start to close.
• Strategic mindset for discovering new business opportunities using technical knowledge and skillset.
• Experience creating and executing quarterly and annual business plans.
• Proven track record of consistently meeting or exceeding annual and quarterly targets.

Technologies

• Microsoft Office (Excel, Word, PowerPoint), CRM software

Benefits

• Comprehensive, competitive, and inclusive set of health, financial, and other benefits

Physical Requirements

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
• Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
• Moving self in different positions to accomplish tasks in various environments: Rarely
• Adjusting, moving, and lifting objects in all directions: Rarely
• Talking and hearing to communicate with others: Constantly
• Seeing to perform job duties at close range, such as monitors or screens: Constantly
• Seeing to perform job duties at a distance, such as driving or operating equipment: Occasionally
• Repeating motions that may include wrists, hands, and/or fingers: Constantly
• Ascending or descending ladders, stairs, scaffolding, ramps, poles, etc.: Rarely
• Operating machinery and/or power tools: Rarely
• Operating motor vehicles or heavy equipment: Occasionally
• The ability to travel regionally or nationally: Occasionally

Physical Demands

• Sedentary work that involves sitting or standing: Constantly
• Light work with objects up to 20 pounds: Occasionally
• Medium work with objects up to 50 pounds: Occasionally
• Heavy work with objects up to 100 pounds or more: Rarely

Working Conditions

• Low temperatures: Rarely
• High temperatures: Occasionally
• Outdoor elements such as precipitation and wind: Occasionally
• Noisy environments: Occasionally
• Hazardous conditions: Rarely
• Shift work, including overnight work: Never
• Frequent overtime, including weekends: Never
• Office environment: Constantly